Eye Opener

Looking people in the eyes is thought to convey confidence or trustworthiness, but it may be counterproductive when you're trying to change someone's mind. Frances Chen, an assistant professor of psychology at the University of British Columbia in Vancouver, and her colleagues had people watch videos in which speakers advocated an opinion that was the opposite of the viewers' own. Participants also followed instructions to focus primarily on either the speakers' eyes or mouths. Those who watched the speakers' mouths were more easily persuaded to alter their views, whereas those maintaining eye contact were much less receptive. Direct gaze can convey dominance, Chen notes. "Prolonged eye contact in a tense interaction is likely to be interpreted differently than it would be in a friendly interaction," she explains. If someone you're trying to convince seems agitated or looks away, it may be wise not to force eye contact, she says.